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After 10 Years of Entrepreneurship and 3 Transformations, How Did This B2B Platform Cover 15,000 Stores in 3 Years and Become a Regional King?
This article explores the transformation of Bianlibao, a regional B2B platform in Fujian, from a direct-operated convenience store chain to a self-operated B2B, and finally to an information matching platform. It details how the platform covered nearly 8,000 outlets in one year and achieved supply chain empowerment without touching goods or warehousing and distribution.
新经销刘少德Wanchaobang's Chen Siting: Who Will Salvage the Hundred-Billion Waste in a Trillion-Yuan Industry?
The article discusses the plight of FMCG distributors in China, who face immense pressure from manufacturers to maintain growth, leading to financial ruin and even suicide. Wanchaobang, a fourth-party logistics platform, aims to reduce waste in the supply chain through centralized warehousing and distribution, helping distributors save costs and improve efficiency.
王晨No Comparison, No Harm; No Harm, No Business?
Consumption is never a personal matter but a matter relative to others. Social comparison drives consumer behavior, and marketers leverage this instinct to boost sales.
苗庆显Why Isn't Your Market Growing? Find Out with These 7 Questions!
Successful experiences are similar, but failures have various reasons. For distributors, why don't sales grow in their region despite the same products and promotions? This article reveals seven key reasons for stagnant regional sales and how to solve them quickly.
New DistributionWhy a Pay Raise Won't Motivate You to Work Harder?
A pay raise alone cannot sustainably improve employee performance because compensation primarily addresses fairness, not motivation. To truly engage employees, organizations must create conditions for recognition, responsibility, and achievement, and build a culture of recognition that is specific and visible.
许玉林How Can Distributors Make the Most of 'All-Staff Marketing'?
The concept of 'all-staff marketing' has been around for years but remains underdeveloped. For distributors, it means not only treating every employee as a sales touchpoint but also integrating marketing across the entire chain, involving changes in relationships with brands, employees, and consumers.
黄润霖The 'Six Dimensions' for Provincial Sales Managers to Boost Sales
This article introduces the 'Six Dimensions' framework, a systematic thinking tool for provincial sales managers in the FMCG industry, particularly suitable for brands with monthly sales below 3-5 million in provinces with 50 million population. It outlines six key dimensions: monthly sales planning, market fundamentals, monthly sales achievement, channel construction, sales breakthrough, and tracking key work.
牛奔Red Can JDB Hard to Find in Market; Supreme Court Retrial May Change Packaging Ownership
Despite JDB's announcement to relaunch its red-can herbal tea, the product is barely visible in most markets. The Supreme Court's acceptance of GPHL's retrial application for the red-can packaging case adds uncertainty to the packaging ownership.
夏芳How to Become a New-Style Distributor in the New Era?
Digitalization is an inevitable path for all traditional enterprises, including distributors. It is an iterative process that, when it reaches a certain level, can bring about qualitative changes and unleash powerful efficiency. The current digital environment presents a great opportunity for traditional enterprises to achieve such transformation. This article shares methods for distributors to enhance their digital capabilities through 'calculation' and 'connection', such as turning cost centers into profit centers and adopting AI technology for efficient operations.
徐永刚Does the Old Playbook for FMCG Still Have a Future?
Marketers, planners, and SME owners—the backbone of traditional enterprises—are largely lost and anxious. This article explores whether traditional low-level operational tactics in the FMCG industry still have a future amid new market conditions, and how different roles are coping with the shift.
冯云飞Amid the Digital Upgrade Wave in FMCG, What Innovations Has Coca-Cola Introduced?
Facing an overall industry decline, the century-old beverage giant Coca-Cola has made various attempts, including product innovation, digital channel construction, and marketing innovation, to adapt to the digital transformation in the FMCG sector.
新经销刘少德The Three Fastest-Growing Channels Globally: E-commerce, Discount Stores, and Cash & Carry
Kantar Worldpanel's latest retail research report, "Winning in Omnichannel: Finding Growth in a Reshaped Retail Landscape," reveals that in 2017, 76% of global FMCG market growth came from channels other than hypermarkets/supermarkets. E-commerce (+15%), discount stores (+5.2%), and cash & carry (+4.4%) were the fastest-growing channels, while hypermarkets/supermarkets grew only 0.8%.
New DistributionWhat Exactly Does a Marketing Director Do? Scope of Responsibilities, Authority, and Accountability
The core KPIs of a marketing director revolve around three key areas: achieving performance targets, designing and executing business models, and marketing management. This includes meeting sales and profit goals, developing competitive business models and marketing policies, and establishing systematic marketing management systems covering team, channel, and objective management.
New DistributionHow Can Family-Style Distributors Break Through Management Bottlenecks?
Recently, the author was asked by a distributor friend to analyze the current situation of family-style distributors and provide an in-depth diagnosis and recommendations for his company's operational issues, aiming to break through the current development bottleneck and undergo a comprehensive overhaul for his second entrepreneurial venture. (Due to certain reasons, the specific case of this friend cannot be described in text here; this is an opportunity to analyze some common problems of family-style distributors.) It is often said that the market is like a battlefield; one must not only constantly monitor market changes but also keep an eye on internal developments. Only by balancing both internal and external factors and responding swiftly can one retain market share and navigate the vast market with ease.
汤如贤Coca-Cola and JD New Channel Strategic Cooperation! Leading FMCG Company Fully Embraces Borderless Retail!
On June 25, Coca-Cola China, COFCO Coca-Cola, and JD New Channel signed a strategic cooperation agreement at Coca-Cola China headquarters in Shanghai. Executives including Marcelo Boffi, COO of Coca-Cola China, and Zheng Hongyan, President of JD New Channel, attended the signing ceremony. New Distribution was invited as the exclusive observer media, witnessing this strategic cooperation.
赵波How to Operate a Weak Market by Returning to the Basics?
As the beverage peak season approaches, task targets increase sharply, and weak markets face numerous challenges. This article analyzes how distributors and sales personnel can move forward quickly by returning to the basics, emphasizing solid market and sales foundation work, and highlights the importance of ice-cabinet management.
张宇How to Cure the Disease of Unauthorized Price Cuts by Secondary Distributors?
Some secondary distributors, in order to complete sales tasks assigned by dealers and leverage dealer policies to drive sales of other products, repeatedly cut prices, sometimes even below factory cost, causing headaches for many beverage dealers. This article analyzes the harms, underlying causes, and solutions for unauthorized price cuts by secondary distributors.
New Distribution1,000 FMCG Professionals Finally Find Their Organization: China E-Commerce Association FMCG Industry Branch Established!
On June 26, 2018, the China E-Commerce Association FMCG Industry Branch was officially established at the Beijing New Century Hotel. The establishment is hailed as a milestone in the FMCG industry's development, with nearly 100 founding member units participating.
New DistributionHold On Tight! 160 Billion Streams to Put You in the Headlines!
In recent years, IP products have taken the market by storm, especially Peppa Pig merchandise, bringing both fame and fortune to companies and distributors alike—truly 'making money while lying down.' Animated IP products mainly target the children's market, which has vast growth potential, with an estimated market capacity of 3 trillion yuan. Through market research, it was found that Liaocheng Haojiayi Bio-Lactation Co., Ltd., together with Shanghai Youxiaojun Food Co., Ltd., has secured the rights to four major IPs—Peppa Pig, PAW Patrol, Octonauts, and Chuggington—this year, making a full-force entry into the children's beverage market.
New DistributionWhy Do Distributors Always Fail to Break Through These Four Sales Hurdles?
Distributors are most concerned with profit, and each one seeks sustainable growth and profitability, yet many face the challenge of stagnant sales. This article identifies four key hurdles that prevent distributors from surpassing 100 million in sales: the limitations of owners and executives, product selection, market capacity and competition, and company mechanisms.
王冠群How to Drive Execution?
Every year we talk about execution, yet it remains difficult. The methods, concepts, tools, and systems are all correct, but what is missing is consensus among stakeholders. Consensus generates shared intent, which enables collaboration and success. This article explores why execution fails and how to build consensus to improve execution.
高杰Five Ways to Get Your Sales Team Moving as Peak Season Arrives!
The biggest challenge for manufacturers and distributors is managing sales personnel. This article outlines five key methods—base salary, benefits, performance appraisal, recognition and promotion, and work-life balance—to motivate sales staff and drive performance.
New DistributionHow Mengniu, Mars, or P&G Use Product Displays to Make Consumers Spend More
The article explores how FMCG companies like Mars and P&G use data-driven display strategies to influence consumer behavior and increase sales, such as Mars's finding that mixing different M&M's colors can lose 16% of sales, and P&G's shift from vertical to horizontal displays in its SBD 4.0 initiative. It also discusses the role of consumer psychology and decision trees in display design, and how different brands and channels have varying display needs.
张鑫Dealers Often Win in Marketing but Lose in Management!
A dealer who had been successful in sales and profit growth is now struggling due to poor management, despite strong marketing capabilities. The article identifies common management issues such as excessive brand portfolios, lack of competitive brands, poor inventory control, and rough business tracking, and offers recommendations for improvement.
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